Two Forces that Help Customers Move Beyond Price

One of the more concerning aspects of the rising number of stakeholders involved today, is the difference between them. Most now come together from a variety of functions, regions, and roles to make a technology stack purchase decision.

Our friends at CEB say gaining consensus from this mixture boils down to two dominant forces that salespeople can influence:

The organizational willingness to make changes.

And stakeholder alignment on those changes.

“The best sellers foster an environment where stakeholders resolve points of disagreement, learn from each other, and coalesce around common goals, problems, and solutions,” CEB writes. “Groups that engage in collective learning report significantly lower dysfunction levels among buying groups and a far healthier decision-making process overall.”

Read the full article here.

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